Me, Myself & I

"I am the Platinum Club, Winner's Circle, Champion's Coven, Golden Halo, Diamond Award, Top Producer, Blazer of Excellence, Broker of the Century, Elite member of the top 1% of the top 5% in the Northeastern district of the top 7% of the entire United States of America! I'm amazing! Let me tell you even more about me! But enough about me, what do you think about me?"

Yes, there's no subject more dear to many broker's hearts than themselves.

In defense of these peacocks, many potential clients -- having no better criteria of comparison -- opt for the broker with the most impressive achievement "flair". So while we all hate listening to these conceited asses blowing their own horns ... it seems to work!

So what should you be lookng for when interviewing a broker? Is it polite to shoot them with a water pistol when they won't shut up? (Answer: No, it's not polite, but it's darned funny)

Generally speaking, the broker will have some prepared material that he or she will go through in their presentation. This is important for sure, but while you're listening I recommend that you try and pick up clues beyond the specific content of the presentation.

1. Does the broker convey the sense that he or she really knows what they're talking about? Communication -- in both directions -- is at the heart of this business. Maybe you're a "facts" person. Maybe you're a "feeling" person. Do you get the sense that the broker is comfortable speaking with you? More importantly, do you get the feeling that they would be equally comfortable speaking with someone who's not like you?
2. Is there a reasonable intelligence beyond those flapping gums? Can the broker go "off script" comfortably and cogently?
3. Ask them what differentiates them from their peers. If they are the "Universal Iridium Sales Challenge points leader for the Western Hemisphere", find out what differentiates them from all the other "Universal Iridium Sales Challenge points leaders of the Western Hemisphere"?
   

Beware the broker with 50 listings. 50 listings is not of itself a bad thing, but it raises several questions:

1. How did he or she get all those listings? Was it by promising the moon? Or was it by demonstrating success over and over again?
2. Who will physically attend to my needs? Mr. or Mrs. "Fifty Listings" is no doubt scouring the town for the 51st, and won't be able to serve cookies at your open house. Perhaps there is a team of dedicated professionals to support the load, but you won't know unless you ask.
3. Who will be doing the negotiating on your property? This is big money; your big money. You deserve to know.
   

Great brokers are successful in completing transactions, and the byproduct of this is that they have a large pool of potential references to shower them with accolades and approbations. Brokers who provide reference letters and the telephone numbers of past clients are generally worth considering since not only were they able to convince people to use their services, but they were ultimately successful with those people who in turn were happy enough with the service rendered to field questions from strangers in a positive and uplifting way.

The lesson here is that choosing a broker is not simply a popularity contest, but it is entering in to a partnership with an agent who represents you and your interests to the best of their ability. Choose wisely!

Reach me at: michael.sussilleaux@gmail.com